The Future of Tech in Mortgage Brokering: Innovation, Efficiency, and Competitive Edge

Behind the LENDER with SEQUENCE CAPITAL Episode 32 of The Mortgage Broker Podcast – Behind the Lender Series: Sequence Capital Guests: Arif Mulji & Christine Perkins Hosts: Dean Lawton & Deryk Williamson This episode kicked off the year with an in-depth look at Sequence Capital, featuring two key figures: Arif Muliadi, Managing Director and CEO of AMUR Financial Group, and Christine Perkins, Director of Business Development for Western Canada at Sequence Capital. Together, they shared the fascinating story of Sequence Capital’s rise, its connection to AMUR Financial Group, and how it’s become a powerhouse in Canada’s private lending space. Here’s a summary of the episode’s highlights. A Legacy of Lending: AMUR Financial Group’s Roots Arif began by providing context about AMUR Financial Group, the parent company of Sequence Capital. Founded over 55 years ago in British Columbia by a local entrepreneur, AMUR started as a family business in the peer-to-peer lending space. The founder connected borrowers with lenders directly, even flying to properties in a small plane (once getting stranded in a snowstorm and sleeping on a borrower’s couch!). In 1984, his son proposed a fund model, leading to the creation of the Capital Income Fund—one of AMUR’s three MICs (Mortgage Investment Corporations) with a 40-year track record of positive returns. Today, AMUR operates across three pillars: mortgage origination, portfolio and risk management, and capital raising. Sequence Capital, under Christine’s leadership in Western Canada, focuses on origination through the broker channel, while another brand, Alpine Credits, serves direct-to-consumer needs. This diversified approach has fueled AMUR’s growth, making it Canada’s largest private residential lender by assets under management, with over $1 billion across its funds. Christine Perkins: A Broker’s Advocate in Private Lending Christine shared her 20-year journey in private lending, which began somewhat unexpectedly—like many brokers, she “fell into” the industry. Starting as a broker herself, she quickly moved into sales and business development, spending a decade with one of BC’s first MICs before joining Sequence Capital in 2020. Her deep industry knowledge and broker relationships have been instrumental in Sequence’s rapid growth. She now supports brokers in BC, Alberta, and Ontario, emphasizing adaptability and listening to broker needs as key to staying relevant in an ever-changing market. Navigating Challenges and Growth Arif highlighted some of AMUR’s toughest market challenges, like the 2014-15 Alberta downturn when 50% of their portfolio was concentrated there. Property values dropped, but AMUR worked proactively with borrowers—offering penalty-free extensions of 6-12 months—to reduce Alberta exposure to 20% in just nine months. More recently, the past 18 months brought rising interest rates and uncertainty, yet AMUR’s focus on portfolio management and customer service kept them resilient. Sequence Capital’s entry into the broker channel in 2020 marked a pivotal shift. Historically direct-to-consumer, AMUR recognized the growing trend of Canadians using brokers for financing. Despite a rocky start with the COVID-19 pandemic, Sequence has since thrived, now accounting for 55% of AMUR’s origination volume—a testament to its success in the broker space. What Sets Sequence Capital Apart? Christine and Arif unpacked Sequence’s unique strengths: Equity-Driven Lending : Unlike traditional lenders fixated on income docs, Sequence focuses on the property’s equity and marketability. They offer first and second mortgages up to 75% LTV, from $25,000 to jumbo loans, across rural and urban areas in BC, Alberta, and Ontario. Flexible Products : Recent innovations include a flat-fee first mortgage program, offering brokers competitive options (lower rate with a fee or higher rate with a flat fee), currently in testing with promising results. Exceptional Service : Christine acts as a “gatekeeper,” encouraging brokers to call her first to structure deals efficiently. The team responds to submissions within minutes, with underwriters following up within 24 hours—speed and clarity brokers rave about. Vertically Integrated : AMUR’s 120-person team handles everything in-house—from lead generation to funding and workouts—supported by three funds: a conservative fund (75% first mortgages), an income fund (two-thirds seconds), and a high-yield fund for riskier deals. This structure, rare among private lenders, gives Sequence a competitive edge, balancing broker needs with investor returns. Achievements and Future Outlook Since 2020, Sequence has grown from a new player to a top choice for brokers, no longer the “lender of last resort.” Christine joined with a vision to make Sequence Canada’s largest private residential lender—a goal achieved last year under AMUR’s umbrella. Arif noted their strong capital position, with loyal retail investors (fueling growth via RSPs and TFSAs), happy bank syndicates, and new interest from institutional investors. Looking ahead, Arif predicts moderated real estate growth in the next 5-10 years, with single-digit value increases and a slower recovery for investment properties due to stabilized rents and higher rates. Sequence aims to expand its broker presence while ensuring ample capital access, avoiding the need to limit partnerships. Tips for Brokers Christine and Arif closed with actionable advice: Christine : “Pick up the phone and discuss your deal with me. Learn private lending—it’s a growing market, and avoiding it limits your ability to serve all clients.” Arif : “Embrace partnership. Ask questions, share challenges—we want to be your go-to lender by listening and adapting.” Final Thoughts Episode 32 showcased Sequence Capital’s blend of legacy, innovation, and broker-centric service. From AMUR’s 55-year history to Sequence’s meteoric rise since 2020, this lender is redefining private lending in Canada. Whether you’re a seasoned broker or new to private, Christine and Arif’s insights make one thing clear: partnership and education are key to thriving in 2025 and beyond. On to the next one!